Senior Deal Manager

About the Position

Join Atlassian as a Senior Deal Manager to support high-value enterprise deals, shaping strategic deal approaches and optimizing outcomes.

Responsibilities

• Own strategic deal structuring and modeling to balance customer outcomes with Atlassian’s commercial, risk, and revenue goals.
• Provide high-impact strategic deal advisory support to sales, finance, and legal – shaping deal approach, scenario modeling, and trade-off frameworks for complex opportunities.
• Become an expert on Atlassian's commercial capabilities and methodologies: quoting, pricing models, product and packaging strategy, commercial term structures, contracts, and all associated systems & tooling.
• Build trusted advisor relationships with Account Executives, sales leaders, and other stakeholders, guiding them through deal options, trade-offs, and negotiation strategies.
• Participate in cross-functional initiatives to enhance Atlassian’s deal strategy and lead-to-cash processes (e.g., scalable contracting patterns, playbooks for strategic deal types, deal review forums).
• Operationalize new products and packaging/pricing changes in partnership with product management, business strategy, and revenue operations, ensuring they are “deal-ready” for the field.
• Ensure all client-facing commercial documents and proposals align with internal policies and external regulations (e.g., GDPR, revenue recognition, SOX) while enabling pragmatic, customer-centric solutions.
• Mentor and coach junior team members, elevating the team’s capability in deal structuring, modeling, and stakeholder management.

Requirements

• At least five years of experience at a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management, or Revenue Operations, with a focus on complex, non-standard / strategic deals.
• Demonstrated experience directly supporting sales on deal shaping/structuring, terms negotiations, financial modeling, and risk optimization on large, complex contracts.
• Proven track record of working with senior sales, finance, and legal stakeholders to drive alignment on deal strategy, trade-offs, and approval paths.
• Experience developing and scaling playbooks (contractual conditions, financial concessions, commercial guardrails, and operational considerations) for strategic or high-value customer motions.

Skills

• Core Skills: Deal Desk, Deal Strategy, Enterprise Deal Management, Revenue Operations, Complex Deals, Strategic Deals, Sales Support, Financial Modelling, Risk Optimization, Contract Negotiation, Playbook Development, Stakeholder Management, Mentoring.
• Secondary Skills: B2B SaaS, CPQ/QTC Technology, GTM Systems, Governance Practices, Excel Proficiency, Scenario Modelling.

Salary

The base pay range for this role in the United States is between $126,900 - $198,575 USD per year, depending on the geographic pay zone.

We Offer

Atlassian offers a wide range of perks and benefits designed to support you, your family, and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About the Company

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.